Senior Manager, Tech Solutions - Country Business Development

About Igloo Tech Solutions

Igloo is a regional insuretech that builds and distributes insurance across Southeast Asia. Igloo Tech Solutions is the unit that sells Igloo's insurance technology to insurers, brokers and banks: enterprise distribution, agency management, sales CRM and embedded insurance platforms, delivered as SaaS.

We help insurers and banks digitize sales across every channel: agents, brokers, bancassurance, affiliates and direct-to-consumer. We are ISO 27001 certified and SOC 2 Type 2 compliant, and we work with enterprise clients across the region.

Role summary

You are Igloo Tech Solutions' local hunter in one country. Your job is to open doors, build Igloo's presence in the local market, and win new enterprise accounts with insurers, banks and brokers. You will not be doing this alone: regional teams handle legal, delivery, marketing content, demos and prototypes so you can spend your time in front of clients. This is a quota-carrying role focused on new business, with upsell to existing accounts as a second priority.

• Title: Senior Manager, Tech Solutions – [Country]
• Locations: Thailand, Indonesia, Philippines, Vietnam, Malaysia (one hire per country)
• Reports to: Head of Tech Solutions, APAC (solid line)
• Dotted line to: Igloo Country Manager in your country
• Works with: regional legal, marketing, solutions, tech and delivery teams, and local project managers
• Type: full-time, base salary plus commission against an annual revenue target

Key responsibilities

New business (primary focus)

• Build and run a target account plan covering the top insurers, bancassurance banks and brokers in your country.
• Open doors at C-level and senior level: CEO, CDO, CTO, Head of Distribution, Head of Bancassurance, Head of Agency.
• Run the full enterprise sales cycle: discovery, solution framing, proposals, RFP responses, commercial negotiation and close.
• Turn client problems into clear business cases that show ROI, time to launch and risk reduction.

Account growth

• Take over relationships with existing clients in your country, introduced to you by the regional team.
• Find and close upsell and cross-sell deals: new modules, new products, new channels and change requests.
• Hold quarterly business reviews with key clients, alongside the local project manager.

Sales materials and pipeline

• Build your own client-ready presentation decks, proposals and pricing summaries using Igloo templates.

• Keep pipeline, activities and forecasts accurate and current in HubSpot.

• Report weekly on pipeline and monthly on forecast to the Head of Tech Solutions, APAC.

Market presence

• Build Igloo Tech Solutions' brand presence in your country: events, speaking slots, LinkedIn and industry media.
• Attend and represent Igloo at local insurance and banking events, associations and forums.
• Feed market, competitor and regulatory insight back to product and leadership.
• Work with regional solutions and delivery teams so what is sold can be delivered on time and on scope.

Must have

• 5+ years in B2B enterprise sales, with at least 3 years selling technology, SaaS or digital solutions into insurers or banks.
• A track record of closing complex deals worth USD 250k+ in total contract value, with sales cycles of 6 months or more. Be ready to walk us through specific deals.
• Active, current relationships with senior decision-makers at insurers and banks in your country.
• Visibly active in the local insurance community, such as associations, events, speaking or industry groups.
• Understanding of how insurance is distributed: agency, broker, bancassurance, digital and embedded channels.
• Strong presentation and writing skills. You build your own decks and proposals and present them to C-level audiences.
• Self-directed. You plan your own week, work without daily supervision and report on time.
• Fluent in English and the local business language.
  

Nice to have

• Experience at an insurer, bank, consultancy or insuretech, in distribution, digital or partnerships.
• Experience with RFPs from large insurers or banks.
• Familiarity with CRM tools such as HubSpot or Salesforce.
• Working knowledge of the local insurance regulator's rules on digital distribution.

What we offer

• Competitive base salary plus uncapped commission.
• A proven enterprise platform already live with insurers and brokers in the region.
• Direct access to regional leadership and solution experts to support your deals.
• Room to build the Tech Solutions business in your country from the ground up.